FLORIDA 11-2-20

FLORIDA EDITION

WHY EMPLOYEE APPRECIATION MATTERS

ARE YOU A VALUE-ADDED AGENT?

& Can Boost Your Bottom Line

BY THE NUMBERS: Understanding the True Value of Square Footage

FEATURED AGENTS

JILLIAN YOUNG NADIA ANDERSON DARIN FELDMAN COVER STORY

TIKA VAN DEN HURK

FLORIDA EDITION

DARIN FELDMAN NADIA ANDERSON Nadia Anderson began For her Darin real Feldman, estate top producing real estate 7 24 veteran and owner of Insignia International career in the investment side of the 17 busipursuit to dominate the real ness. “I enjoyed this aspectProperties, of the business estate people, market so was never a question. Real but saw the need to assist more estate was in his I decided to go ahead and get my license.” blood, coming from his fathershe’s and never great uncle, renowned commerThat was two years ago, and cial real estate developers in the Midwest looked back.

on how to avoid getting Over into a the for 27 outstanding sure situation.” In addition, Nadia h the nearfoe first-time home-buying seminars from either community as well as volunteers tim genuinely her church.

he says. “ researching When not working or giving of her and Toronto, Canada. Darin was never one understand Nadia enjoys being with her husband for the cold, so Miami Beach seemed like Miami. Alo Nadia is now the broker/owner of Prestige 5-year-old daughter. “We love to t the perfect location to begin his journey. of professi Realty Consultants, which has quickly when we can,” she says.

Upon receiving his license, he joined one of whom p TIKA grown VAN DEN HURK YOUNG NADIA ANDERSON DARIN FELDMAN into one of theJILLIAN largest producing of the top firms, Majestic Properties, a clopedia of real estate brokerage companies Apopke, As for the future of her business, Nadia would boutiqueinreal estate Florida company focused on the up-andwith 32 licensed agents,coming one sales andDarintodidn’t become more with the Southmanager, Beach area. waste any involved time Outside his constructio career, Dar one office manager. The and agency reports volume On more affordable housing in community.

“It hit the grounda running. his second transaction, histhe community, serving of 80-100 transactions a year with a business that’s needed right now, and I’d like to see price poin he was introduced to a buyer looking for the ultimate Board for the City of already 50-65% referral penthouse clientele. in“Ithebelieve I’ve $250-$300,000,” she says.clients or giving back, hot South of Fifth neighborhood. There become the go-to agent in theonly area of mycompleted at that time, and second life passion: trav was onebecause luxury tower honesty and strong negotiation skills,” she asserts. none of CONTENTS its penthouses were for sale. Making something of nothing, Darin contacted three of the penthouse Going forward, Darin h “I get the job done to theout maximum satisfaction of owners and convinced one to sell to his client. 48 hours ness. As Insignia Inter my clients.” after his client first viewed the property, Darin closed the build on its forward mo 4) BUSINESS GROWTH 21) ARE YOU A dealin forluxury a jaw dropping 6.2 millions dollars, the highest new members to his tea Nadia’sABSORB agency specializes real estate, HACK: YOUR VALUE-ADDED AGENT? condo transaction in Miami Beach history in 2001. to the new buyers, sell foreclosures, investment portfolios, commercial real CLIENTS’ STRESS! “Don’t believe everyth estate land development, and custom homes. “I have When listing a home, Darin offers a blend of proven here are doing extrem a team of well-trained consultants with a wealth 25) WHY EMPLOYEE forward resources to his clients. On top available at every leve of BY knowledge,” she says.and“They are thinking dedicated to 13) THE NUMBERS: APPRECIATION MATTERS of utilizing the latest MLS technology, he also shares one hundred thousand servicing the community and pride themselves on properties over a variety&ofCAN targetedBOOST digital and YOUR social dollar property. The m UNDERSTANDING THE TRUE their unique ability to offer personalized five-star media platforms.

Elsewhere, he includes his listings in so are we.”

VALUE SQUARE LINE servicesOF to every customerFOOTAGE they serve. Our goalBOTTOM is notable publications such as Miami Magazine or Jetset to ensure that every clientMagazine—anything receives not only quality to give his sellers an added reach.

service but a service of integrity.

Elsewhere, Darin is there for his buyers with integrity,

“My mission is to |change lives for better.

It’s Phone 310-734-1440 Fax honesty 310-734-1440 and the open communication.

By applying his about helping families gain wealth and to attain their decades| www.topagentmagazine.com of experience, he ensures that his clients are mag@topagentmagazine.com finacial goals.” fully educated on their options and make the perfect

No portion of this issue may be reproduced in any manner whatsoever without prior consenthe’s of the publisher. Top Agent decisions for their needs. Most importantly, willing Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published Nadia believes that givingtoback integral to her rolefrom a transaction tell aisclient to walk away if it’s notauthors. materials, Top Agent Magazine cannot be held responsible for opinions expressedTo or facts supplied by itsabout To learn more learn more Nadia Anderson in theor community. aminquiry thetheir director of a nonprofit in best interest.

“Oftentimes, a client will know if To subscribe change address,“Isend to mag@topagentmagazine.com. please ca please a deal she isn’texplains. right for“Ithem, forcall me (407) 886-5663, housing agency through HUD,” offerbut they’re waiting Published in the U.S.

email dfeldm email nadiaexpertrealtor@gmail.com support their he says.

“Through counseling and assistancetotoaffirm new and homebuyers whochoices,” or visit darin prestigerealtyconsultants.net or visitanswers.” they can lean on me for straight believe they can’t afford aeverything, house. I also assist buyers www.

http://

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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TIKA VAN DEN HURK Top Agent Magazine

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Top Agent Tika Van Den Hurk’s unique experience founded in the financial industry, together with her focus and dedication towards customer service continues to set her apart from other real estate agents in the East Fort Lauderdale area.

When Tika Van Den Hurk visited Florida for the first time at the age of 19 from her home in Montreal (while still enrolled in Business School), she knew she wanted to return to pursue her passion in the real estate industry. She turned her dreams into a reality in 2014 when she made the permanent move from Canada to Florida to pursue her dream. “My success took on an unexpected yet welcomed trajectory as I earned the coveted award as an agent in the top 4% for South Florida,” Tika explains. Since obtaining her real 8Copyright Top Agent Magazine

estate license, Tika has been working as an agent primarily in the East Fort Lauderdale area.

Tika’s unique experience founded in the financial industry, together with her focus and dedication towards customer service continues to set her apart from other real estate agents in the field. As she explains, “My primary focus with every single transaction I take on is to create a harmonious experience for my clients. I thrive in the world of competing deadlines and pulling in the right Top Agent Magazine

people at the right time including loan officers, home inspectors and lawyers. And, my attention to detail in the vast amounts of paperwork involved in each transaction is second to none.�

Tika understands the importance of listening to her clients, communicating well and often. “When you partner with me, it is the rare occasion that a Top Agent Magazine

client has to reach out to me for an update. I leave no stone unturned and keep my clients informed continuously throughout the process. It is important to me to connect with my clients on a personal level. This happens organically every single time I am entrusted to represent somebody new.� She views herself as a coach with laser focus on the end game while advocating on behalf of her Copyright Top Agent Magazine9

“My primary focus with every single transaction I take on is to create a harmonious experience for my clients. I thrive in the world of competing deadlines and pulling in the right people at the right time.” clients and helping them work through one of the most important transactions of their lives.

Tika’s tenacious approach towards providing her clients with a VIP experience is a common theme throughout feedback she has received. One client shared, “It was an absolute pleasure working with Tika Van Den Hurk. She is the most professional, diligent, knowledgeable and caring Realtor that I have ever worked with. She made sure I was well taken care of from start to finish and she helped me find the perfect property. It is my pleasure to recommend Tika, and I will be Copyright Top Agent Magazine 10

reaching out to her for any future transactions.”

Tika values each relationship she builds with her clients which inevitably translates into staying in touch through periodic phone calls, emails, and even holiday greetings to help make them feel welcome in their new community. “The hallmark as to why I believe I thrive in this industry is because I truly care about people from all walks of life. I enjoy meeting new people and learning more about them. This comes through when we begin working together and building a partnership that oftentimes carries on even after the transaction is complete.”

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Family, health and community are important life pillars to Tika. She frequently helps with fundraising efforts at her daughter’s school and actively participates in the Walk for St. Jude Children’s Research Hospital. As her 3 daughters get older, she sees herself increasing her level of involvement in her community and in charitable events.

Tika loves exercising and lives a very healthy Top Agent Magazine

lifestyle. Her favorite activities include running on the beach, swimming, and yoga. More than anything else, Tika enjoys spending as much time as possible with her family.

As Tika explains, “I really love the real estate profession. The buying and selling of real property isn’t just about a brick and mortar structure, Copyright Top Agent Magazine 11

it’s about the people. The interactions I engage in with my clients gives me energy. I’m fortunate to say that what was once my dream, is now my everyday life. I’m constantly gaining more knowledge around the industry and leveling up in order to make my clients proud. I am living proof that when you do what you love, it doesn’t feel like work.”

Tika’s future plans are to continue growing her business, expand her areas of expertise, strengthen

her brand and of course, keep making genuine connections with her growing client base. As much as she enjoys the real estate profession, the true reward for her is when she can be a part of making her clients happy during the course of what is notoriously considered to be a stressful experience. “Success to me means knowing that my client is happy in their new home and that I played a role in helping them get there in the most seamless way imaginable.”

For more about Tika Van Den Hurk, please call 305.778.6570 or email Tika.VanDenHurk@elliman.com

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

n

Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 16

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

Top Agent Magazine

Top Agent Magazine

JILLIAN YOUNG

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JILLIAN YOUNG

Jillian Young began her real estate career in 2018. Coming from a sales and administrative background, Jillian has the skills and knowledge to guide her clients every step of the way, whether they are buying or selling a home. Her hard work, honesty, and expertise are invaluable in helping her clients achieve their real estate goals.

long after a transaction is over. She becomes friends with many of her past clients, and keeps up with them via social media, as well as a text or phone call now and then to see how they are doing. “Sometimes I drop by the house with little gifts,” Jillian says, “just to let them know I’m still thinking about them and I’m here if they ever have any questions.” In

As an agent with Pinnacle Real Estate Group, Jillian serves the Treasure Coast and Okeechobee, including Broward, Palm Beach, Martin, and St. Lucie counties. Jillian estimates that her business is split 50/50 between repeats and referrals, and it’s easy to see why people keep coming back. “My clients appreciate my honesty and communication,” she explains. “I look out for their best interests, and I do whatever I can to help them find the home that’s right for them.”

Staying in touch with past clients is important, and Jillian makes herself available to them 18

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this way, Jillian is a perennial resource for her clients, staying top of mind so they know they can reach out whenever they need her.

When it comes to marketing her listings, Jillian takes full advantage of the potential of digital and social media.

“Right now, the major platform is Facebook,” she explains. “A lot of people are using that and Instagram in their home search. But they still go on sites like Zillow, Craigslist, and Realtor.com too, so I market to all these sites and more.”

Outside of real estate, Jillian is involved in her community through coaching her son’s baseball team. She loves to play softball herself, as well. “Friday night is devoted to softball,” she says.

“It’s my stress reliever for the week!”

In the future, Jillian’s plans include opening up a brokerage and starting her own team. Above all, her number-one priority will remain providing the best possible service to her clients. “My favorite part of real estate is being able to help families find their first home or their next home,” she says.

“My advice is to find an agent who is honest and has open lines of communication, because this is one of your biggest purchases in life. You need an agent who is going to have your back, not worrying about how they’re getting paid. It’s not about the agent making money, it’s about placing the family in the home that’s right for them.”

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To find out more about Jillian Young, call 772-475-7511, email realtor.jillian.young@gmail.com, or visit pinnacletcre.com/Agents/jillian www.

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— 21

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: 22

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to Top Agent Magazine

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical).

Find out more at www.carlacross.com.

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NADIA ANDERSON Nadia Anderson began her real estate career in the investment side of the business. “I enjoyed this aspect of the business but saw the need to assist more people, so I decided to go ahead and get my license.”

That was two years ago, and she’s never looked back.

Nadia is now the broker/owner of Prestige Realty Consultants, which has quickly grown into one of the largest producing real estate brokerage companies in Apopke, Florida with 32 licensed agents, one sales manager, and one office manager. The agency reports a volume of 80-100 transactions a year with a business that’s already 50-65% referral clientele. “I believe I’ve become the go-to agent in the area because of my honesty and strong negotiation skills,” she asserts.

“I get the job done to the maximum satisfaction of my clients.”

on how to avoid getting into a foreclosure situation.” In addition, Nadia holds first-time home-buying seminars for the community as well as volunteers time for her church.

When not working or giving of her time, Nadia enjoys being with her husband and 5-year-old daughter. “We love to travel when we can,” she says.

As for the future of her business, Nadia would like to become more involved with the construction of more affordable housing in the community. “It’s so needed right now, and I’d like to see price points at $250-$300,000,” she says.

Nadia’s agency specializes in luxury real estate, foreclosures, investment portfolios, commercial real estate land development, and custom homes. “I have a team of well-trained consultants with a wealth of knowledge,” she says. “They are dedicated to servicing the community and pride themselves on their unique ability to offer personalized five-star services to every customer they serve. Our goal is to ensure that every client receives not only quality service but a service of integrity.

“My mission is to change lives for the better. It’s about helping families gain wealth and to attain their finacial goals.”

Nadia believes that giving back is integral to her role in the community. “I am the director of a nonprofit housing agency through HUD,” she explains. “I offer counseling and assistance to new homebuyers who believe they can’t afford a house. I also assist buyers 24

To learn more about Nadia Anderson, please call (407) 886-5663, email nadiaexpertrealtor@gmail.com, or visit prestigerealtyconsultants.net http://

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 26

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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DARIN FELDMAN For Darin Feldman, top producing real estate veteran and owner of Insignia International Properties, pursuit to dominate the real estate market was never a question. Real estate was in his blood, coming from his father and great uncle, renowned commercial real estate developers in the Midwest and Toronto, Canada. Darin was never one for the cold, so Miami Beach seemed like the perfect location to begin his journey.

Upon receiving his license, he joined one of the top firms, Majestic Properties, a boutique real estate company focused on the up-andcoming South Beach area. Darin didn’t waste any time and hit the ground running. On his second transaction, he was introduced to a buyer looking for the ultimate penthouse in the hot South of Fifth neighborhood. There was only one luxury tower completed at that time, and none of its penthouses were for sale. Making something out of nothing, Darin contacted three of the penthouse owners and convinced one to sell to his client. 48 hours after his client first viewed the property, Darin closed the deal for a jaw dropping 6.2 millions dollars, the highest condo transaction in Miami Beach history in 2001.

When listing a home, Darin offers a blend of proven and forward thinking resources to his clients. On top of utilizing the latest MLS technology, he also shares properties over a variety of targeted digital and social media platforms. Elsewhere, he includes his listings in notable publications such as Miami Magazine or Jetset Magazine—anything to give his sellers an added reach.

Elsewhere, Darin is there for his buyers with integrity, honesty and open communication. By applying his decades of experience, he ensures that his clients are fully educated on their options and make the perfect decisions for their needs. Most importantly, he’s willing to tell a client to walk away from a transaction if it’s not in their best interest. “Oftentimes, a client will know if a deal isn’t right for them, but they’re waiting for me to affirm and support their choices,” he says. “Through everything, they can lean on me for straight answers.”

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Over the years, Darin has earned an outstanding reputation around Miami, with the near entirety of his volume coming from either repeat clients or referrals. “I’m genuinely passionate about the industry,” he says. “In my spare time, I’m always researching the business and deepening my understanding of the markets surrounding Miami. Along the way, I’ve built a network of professional contacts and developers, all of whom provide me with a veritable encyclopedia of information to offer my clients.”

Outside his career, Darin is tremendously active within his community, serving on the Low Income Advisory Board for the City of Miami. When he’s not assisting clients or giving back, he can be found indulging in his second life passion: travel.

Going forward, Darin has strong ambitions for his business. As Insignia International Properties continues to build on its forward momentum, he will explore adding new members to his team. Most of all, he looks forward to the new buyers, sellers and opportunities that await.

“Don’t believe everything the media says. The markets here are doing extremely well, and there are deals available at every level, whether we’re talking about a one hundred thousand dollar property or a five million dollar property. The market is constantly moving, and so are we.”

To learn more about Darin Feldman please call (305) 582 6200 email dfeldman@insigniaintl.com, or visit darinfeldmanrealtor.com www.

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